SKO & Beyond
High-impact sales training and ongoing reinforcement for Austin's high-tech revenue teams
Why most Sales Kickoffs fail (and how yours won't)
Typical Sales Kickoffs (SKO) are big, expensive, and exciting—for about a week. Then the energy fades, reps go back to old habits, and leaders wonder where the ROI went.
We built the Sandler SaleFish ATX SKO for tech companies to fix that. You’ll get a tight Sales Kick Off (half day, or 1-2 days) with a motivational keynote and practical, executable sales training—followed by reinforcement sessions that keep the momentum, measure what’s working, and remove roadblocks in your funnel.
One client reported 3.6× faster ramp and $272M in Sandler-influenced deals—all starting with a Sales Kickoff.
Who it's for
What you'll solve at SKO
- CROs, VPs of Sales, and Sales Enablement leaders at SaaS, cybersecurity, and high-growth tech companies in Austin, Texas
- SDR & BDR leaders building consistent pipeline coverage
- Sales managers who need a common language and repeatable operating rhythm
- RevOps teams seeking better forecast accuracy and MEDDIC alignment
- Presenting too early / pitch-first habits
- Living in “chase mode” with weak next steps
- Shallow qualification and MEDDIC gaps
- Limited access to executive buyers / poor multi-threading
- Forecast blind spots and shaky pipeline health
- Top-of-funnel inconsistency for SDR/BDR teams
Phase One: 4 - 10 weeks out
Pre-SKO discovery
- Leadership interviews, pipeline review, recent win/loss analysis
- Enablement + manager sync to align on deal execution and language (e.g., Equal Business Stature, Pain, Up-Front Contract)
- SKO agenda tailored to your sales motions (new logo, expansion, channel)
Phase Two
The 1–2 Day Sales Kickoff
Motivational keynote + tactical workshops designed for a demanding, competitive marketplace.
Sample Day 1 (General Session + Breakouts)
- Keynote: Compete & win in 2026—mindset, accountability, and execution
- Workshop: Qualification that sticks (MEDDIC + Sandler Pain alignment)
- Workshop: Executive conversations & multi-threading without endless “checking in”
- Playbook Lab: Craft “mutual action” next steps & calendar-worthy advances
Sample Day 2 (Role-Play & Deal Labs)
- Live call frameworks: First meetings, discovery, and de-risking next steps
- Deal Labs: Reps apply tools to live opportunities; managers coach in the moment
- Manager Track: Coaching cadence, forecast integrity, pipeline inspection rhythm
Deliverables you leave with:
- SKO Field Guide (talk tracks, email templates, call openers, objection handling)
- Manager Coaching Cards (what good looks like, inspection prompts)
- Deal Review Checklist (MEDDIC + Sandler checkpoints)
- Prepared for A 3-6-12 Month Reinforcement Plan (AE, AM, SDR, Manager)
Phase Three: Weeks 1 - 12
Reinforcement & Measurable Change
- Bi-weekly Reinforcement Sessions: “What worked / what didn’t / what’s blocked”
- Role-play gyms for AEs & SDRs; Manager roundtables for coaching and forecast
- Coaching hours for top pursuits and renewal/expansion strategy
- AI Roleplay Coach (score cards, etc.)
Tangible results you can expect
- Higher advance rates meeting-to-meeting and fewer “ghost” deals
- Stronger qualification and cleaner pipeline = forecast accuracy improves
- Shorter cycles and larger deal sizes via real multi-threading and executive access
- Faster rep ramp with a common language managers can coach to
- Consistent top-of-funnel activity & conversion for SDR/BDR teams
What makes a Sandler SaleFish SKO different
- Motivation + Mechanics: Energy from a keynote, and the tools to execute Monday
- Manager-first enablement: We equip leaders to coach (not just cheerlead)
- Reinforcement: Multiple post-SKO touchpoints so change sticks
- Austin tech fluency: We’ve spent 10+ years in SaaS & cybersecurity—your world, your buyers
Frequently Asked Questions
Is this a motivational speaker or training?
Both. You’ll get a motivation-forward keynote, hands-on sales training, and a reinforcement plan.
Can you tailor content to our buyers (enterprise, public sector, security)?
Yes. We adapt language, discovery paths, and value stories to your Ideal Customer Profile and sales motions.
Do you support MEDDIC/Command of the Message/other?
We align with your methodology and build a coachable operating rhythm around it.
What size teams do you support?
From 10-person squads to 1,000+ attendee SKOs (multi-track available).
In-person or virtual?
Both. We deliver on-site in Austin and live virtually for distributed teams.
How to get started
- 1. Discovery call (30-45 minutes) — goals, gaps, timeline, audience
- 2. Custom SKO plan & investment — agenda, tracks, deliverables, reinforcement cadence
- 3. Pre-work & logistics — leader interviews, pipeline review, enablement alignment
- 4. Run the SKO — motivate, train, and capture commitments
- 5. Reinforcement — celebrate wins, fix what’s not working, remove roadblocks
Based in Austin, Texas — available on-site or via live virtual training.